Conflict Mapping: Identifying the ‘Spoilers’ in Any Negotiation
When it comes to negotiations, identifying and understanding the different interests, needs, and concerns of all parties involved is crucial for achieving a successful outcome. One tool that can help facilitate this process is conflict mapping.
Conflict mapping is a visual representation of the various stakeholders and their positions on an issue. It helps negotiators identify patterns, relationships, and potential areas of conflict or cooperation between the different parties.
What are ‘Spoilers’ in Negotiation?
“The real issues, the deal-breakers, are not what you think they are. They’re not about money, or power, or prestige. The real issues are about control.” – Roger Fisher and William Ury, Getting to Yes
In the context of conflict mapping, ‘spoilers’ refer to individuals or groups that are not necessarily part of the main negotiation process but can still have a significant impact on the outcome. These ‘spoilers’ may be external stakeholders who are affected by the negotiations or internal players who have a vested interest in the outcome.
- Identifying Spoilers: To identify potential spoilers, negotiators should consider the following factors:
- Their interests and needs
- Their level of involvement and influence
- The potential impact they could have on the negotiation outcome
- Mapping Spoilers: Once potential spoilers have been identified, negotiators can create a conflict map to visualize their relationships and interests. This can help identify areas of cooperation and conflict.
- Engaging Spoilers: When dealing with spoilers, it’s essential to engage them in the negotiation process and address their concerns directly. This may involve setting up separate meetings or incorporating them into the main negotiation session.
By using conflict mapping to identify and engage ‘spoilers’ in the negotiation process, negotiators can better understand the complexities of the situation and work towards a more effective and sustainable outcome.









